{"id":"https://openalex.org/W4213349540","doi":"https://doi.org/10.1080/01605682.2022.2032426","title":"Manufacturer\u2019s online selling strategies under spillovers from online to offline sales","display_name":"Manufacturer\u2019s online selling strategies under spillovers from online to offline sales","publication_year":2022,"publication_date":"2022-02-21","ids":{"openalex":"https://openalex.org/W4213349540","doi":"https://doi.org/10.1080/01605682.2022.2032426"},"language":"en","primary_location":{"id":"doi:10.1080/01605682.2022.2032426","is_oa":false,"landing_page_url":"https://doi.org/10.1080/01605682.2022.2032426","pdf_url":null,"source":{"id":"https://openalex.org/S169988927","display_name":"Journal of the Operational Research Society","issn_l":"0160-5682","issn":["0160-5682","1476-9360"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319703","host_organization_name":"Palgrave Macmillan","host_organization_lineage":["https://openalex.org/P4310319703","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Palgrave Macmillan","Springer Nature"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of the Operational Research Society","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5101777219","display_name":"Lin Chen","orcid":"https://orcid.org/0000-0001-5666-5886"},"institutions":[{"id":"https://openalex.org/I91125648","display_name":"Wuhan Institute of Technology","ror":"https://ror.org/04jcykh16","country_code":"CN","type":"education","lineage":["https://openalex.org/I91125648"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Lin Chen","raw_affiliation_strings":["School of Management, Wuhan Institute of Technology, Wuhan, China"],"affiliations":[{"raw_affiliation_string":"School of Management, Wuhan Institute of Technology, Wuhan, China","institution_ids":["https://openalex.org/I91125648"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5085394352","display_name":"Guofang Nan","orcid":"https://orcid.org/0000-0002-8484-4395"},"institutions":[{"id":"https://openalex.org/I20942203","display_name":"Hainan University","ror":"https://ror.org/03q648j11","country_code":"CN","type":"education","lineage":["https://openalex.org/I20942203"]}],"countries":["CN"],"is_corresponding":true,"raw_author_name":"Guofang Nan","raw_affiliation_strings":["School of Management, Hainan University, Haikou, China"],"affiliations":[{"raw_affiliation_string":"School of Management, Hainan University, Haikou, China","institution_ids":["https://openalex.org/I20942203"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5101423504","display_name":"Minqiang Li","orcid":"https://orcid.org/0000-0001-7929-3747"},"institutions":[{"id":"https://openalex.org/I162868743","display_name":"Tianjin University","ror":"https://ror.org/012tb2g32","country_code":"CN","type":"education","lineage":["https://openalex.org/I162868743"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Minqiang Li","raw_affiliation_strings":["College of Management and Economics, Tianjin University, Tianjin, China"],"affiliations":[{"raw_affiliation_string":"College of Management and Economics, Tianjin University, Tianjin, China","institution_ids":["https://openalex.org/I162868743"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5058588243","display_name":"Feng Bing","orcid":"https://orcid.org/0009-0000-2744-0629"},"institutions":[{"id":"https://openalex.org/I91125648","display_name":"Wuhan Institute of Technology","ror":"https://ror.org/04jcykh16","country_code":"CN","type":"education","lineage":["https://openalex.org/I91125648"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Bing Feng","raw_affiliation_strings":["School of Management, Wuhan Institute of Technology, Wuhan, China"],"affiliations":[{"raw_affiliation_string":"School of Management, Wuhan Institute of Technology, Wuhan, China","institution_ids":["https://openalex.org/I91125648"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5040929302","display_name":"Qiurui Liu","orcid":"https://orcid.org/0000-0003-3983-7003"},"institutions":[{"id":"https://openalex.org/I91125648","display_name":"Wuhan Institute of Technology","ror":"https://ror.org/04jcykh16","country_code":"CN","type":"education","lineage":["https://openalex.org/I91125648"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Qiurui Liu","raw_affiliation_strings":["School of Management, Wuhan Institute of Technology, Wuhan, China"],"affiliations":[{"raw_affiliation_string":"School of Management, Wuhan Institute of Technology, Wuhan, China","institution_ids":["https://openalex.org/I91125648"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":5,"corresponding_author_ids":["https://openalex.org/A5085394352"],"corresponding_institution_ids":["https://openalex.org/I20942203"],"apc_list":null,"apc_paid":null,"fwci":17.0182,"has_fulltext":false,"cited_by_count":84,"citation_normalized_percentile":{"value":0.99346863,"is_in_top_1_percent":true,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":99,"max":100},"biblio":{"volume":"74","issue":"1","first_page":"157","last_page":"180"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.9984999895095825,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.9984999895095825,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12659","display_name":"Innovation Diffusion and Forecasting","score":0.9724000096321106,"subfield":{"id":"https://openalex.org/subfields/1803","display_name":"Management Science and Operations Research"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.9700000286102295,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/business","display_name":"Business","score":0.5870223045349121},{"id":"https://openalex.org/keywords/purchasing","display_name":"Purchasing","score":0.5458611845970154},{"id":"https://openalex.org/keywords/online-and-offline","display_name":"Online and offline","score":0.49817991256713867},{"id":"https://openalex.org/keywords/marketing","display_name":"Marketing","score":0.48684972524642944},{"id":"https://openalex.org/keywords/sales-management","display_name":"Sales management","score":0.48031964898109436},{"id":"https://openalex.org/keywords/advertising","display_name":"Advertising","score":0.42264798283576965},{"id":"https://openalex.org/keywords/industrial-organization","display_name":"Industrial organization","score":0.3742201328277588},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.352629691362381},{"id":"https://openalex.org/keywords/commerce","display_name":"Commerce","score":0.3332940340042114}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5870223045349121},{"id":"https://openalex.org/C2778813691","wikidata":"https://www.wikidata.org/wiki/Q1369832","display_name":"Purchasing","level":2,"score":0.5458611845970154},{"id":"https://openalex.org/C2780102126","wikidata":"https://www.wikidata.org/wiki/Q10928179","display_name":"Online and offline","level":2,"score":0.49817991256713867},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.48684972524642944},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.48031964898109436},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.42264798283576965},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.3742201328277588},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.352629691362381},{"id":"https://openalex.org/C54750564","wikidata":"https://www.wikidata.org/wiki/Q26643","display_name":"Commerce","level":1,"score":0.3332940340042114},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1080/01605682.2022.2032426","is_oa":false,"landing_page_url":"https://doi.org/10.1080/01605682.2022.2032426","pdf_url":null,"source":{"id":"https://openalex.org/S169988927","display_name":"Journal of the Operational Research Society","issn_l":"0160-5682","issn":["0160-5682","1476-9360"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319703","host_organization_name":"Palgrave Macmillan","host_organization_lineage":["https://openalex.org/P4310319703","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Palgrave Macmillan","Springer Nature"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of the Operational Research Society","raw_type":"journal-article"},{"id":"pmh:oai:RePEc:taf:tjorxx:v:74:y:2023:i:1:p:157-180","is_oa":false,"landing_page_url":"http://hdl.handle.net/10.1080/01605682.2022.2032426","pdf_url":null,"source":{"id":"https://openalex.org/S4306401271","display_name":"RePEc: Research Papers in Economics","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I77793887","host_organization_name":"Federal Reserve Bank of St. Louis","host_organization_lineage":["https://openalex.org/I77793887"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"article"}],"best_oa_location":null,"sustainable_development_goals":[],"awards":[{"id":"https://openalex.org/G4863974330","display_name":null,"funder_award_id":"21YJC630006","funder_id":"https://openalex.org/F4320336573","funder_display_name":"Humanities and Social Sciences Youth Foundation, Ministry of Education of the People's Republic of China"},{"id":"https://openalex.org/G7528349388","display_name":null,"funder_award_id":"72102171","funder_id":"https://openalex.org/F4320321001","funder_display_name":"National Natural Science Foundation of China"},{"id":"https://openalex.org/G8008941339","display_name":null,"funder_award_id":"201906250043","funder_id":"https://openalex.org/F4320322725","funder_display_name":"China Scholarship Council"},{"id":"https://openalex.org/G8226486035","display_name":null,"funder_award_id":"72171163","funder_id":"https://openalex.org/F4320321001","funder_display_name":"National Natural Science Foundation of China"}],"funders":[{"id":"https://openalex.org/F4320321001","display_name":"National Natural Science Foundation of China","ror":"https://ror.org/01h0zpd94"},{"id":"https://openalex.org/F4320322725","display_name":"China Scholarship Council","ror":"https://ror.org/04atp4p48"},{"id":"https://openalex.org/F4320336573","display_name":"Humanities and Social Sciences Youth Foundation, Ministry of Education of the People's Republic of China","ror":null}],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":53,"referenced_works":["https://openalex.org/W103830171","https://openalex.org/W762620331","https://openalex.org/W1601916684","https://openalex.org/W2023059933","https://openalex.org/W2042593615","https://openalex.org/W2085218920","https://openalex.org/W2126741666","https://openalex.org/W2258049989","https://openalex.org/W2285346829","https://openalex.org/W2472444160","https://openalex.org/W2510440706","https://openalex.org/W2517632938","https://openalex.org/W2523426716","https://openalex.org/W2532859047","https://openalex.org/W2588440673","https://openalex.org/W2769453055","https://openalex.org/W2802160956","https://openalex.org/W2807921295","https://openalex.org/W2885420422","https://openalex.org/W2890071336","https://openalex.org/W2902310689","https://openalex.org/W2905342537","https://openalex.org/W2906672498","https://openalex.org/W2909134409","https://openalex.org/W2919338964","https://openalex.org/W2952912015","https://openalex.org/W2964375058","https://openalex.org/W2973739938","https://openalex.org/W2984497544","https://openalex.org/W3004407862","https://openalex.org/W3005490014","https://openalex.org/W3010100080","https://openalex.org/W3015062989","https://openalex.org/W3022914857","https://openalex.org/W3033097469","https://openalex.org/W3033448110","https://openalex.org/W3045075373","https://openalex.org/W3045740739","https://openalex.org/W3080350897","https://openalex.org/W3084318734","https://openalex.org/W3119675195","https://openalex.org/W3121318218","https://openalex.org/W3121422877","https://openalex.org/W3124805376","https://openalex.org/W3125140902","https://openalex.org/W3125334877","https://openalex.org/W3125804807","https://openalex.org/W3131137166","https://openalex.org/W3131894707","https://openalex.org/W3134763036","https://openalex.org/W3137553910","https://openalex.org/W3151241053","https://openalex.org/W3213991278"],"related_works":["https://openalex.org/W2351217280","https://openalex.org/W2086836292","https://openalex.org/W2354083748","https://openalex.org/W2357949222","https://openalex.org/W2338005294","https://openalex.org/W2104192539","https://openalex.org/W2954733677","https://openalex.org/W2033865166","https://openalex.org/W2393625522","https://openalex.org/W1575721881"],"abstract_inverted_index":{"In":[0,53],"this":[1],"paper,":[2],"we":[3,171,193],"investigate":[4],"a":[5,85,112,134,138,173],"manufacturer\u2019s":[6,35],"online":[7,27,37,43,57,71,81,120,130,184],"selling":[8,13,38,67,104,109,154,190],"strategy":[9,110],"choice":[10,114],"between":[11],"wholesale":[12,103],"and":[14,17,46,182,203],"agency":[15,66,108,153,189],"selling,":[16],"discuss":[18],"its":[19],"impact":[20],"in":[21,79,91,128,144],"the":[22,34,47,50,56,62,65,70,77,80,92,95,102,107,116,119,126,129,145,148,152,158,177,179,183,188],"presence":[23],"of":[24,49,198],"spillovers":[25],"from":[26],"to":[28,84,100,133,160],"offline":[29,93,146,180],"sales.":[30],"We":[31],"find":[32,172],"that":[33,195],"optimal":[36,165],"strategies":[39],"vary":[40],"with":[41],"consumers\u2019":[42],"channel":[44,58,72,82,121,131],"acceptance":[45,59,73,122],"extent":[48],"spillover":[51,87,140,199],"effect.":[52],"particular,":[54],"when":[55],"is":[60,74,111,123,163],"high,":[61],"manufacturer":[63,96,149],"prefers":[64],"strategy.":[68,191],"When":[69,118],"moderate,":[75],"if":[76,125],"sale":[78,127],"leads":[83,132],"negative":[86,136],"effect":[88,141,202],"on":[89,142,209],"demand":[90,143],"channel,":[94,147],"has":[97],"an":[98,161,164],"incentive":[99],"adopt":[101,151],"strategy;":[105,155],"otherwise,":[106,156],"preferred":[113],"for":[115,176],"manufacturer.":[117],"low,":[124],"significant":[135],"or":[137],"positive":[139],"should":[150],"reselling":[157],"products":[159],"e-tailer":[162],"choice.":[166],"Moreover,":[167],"under":[168],"certain":[169],"conditions,":[170],"\u201cwin-win-win\u201d":[174],"result":[175],"manufacturer,":[178],"retailer,":[181],"platform":[185],"by":[186],"adopting":[187],"Finally,":[192],"show":[194],"two":[196],"types":[197],"(i.e.,":[200],"stimulation":[201],"cannibalization":[204],"effect)":[205],"have":[206],"different":[207],"influences":[208],"supply":[210],"chain":[211],"participants.":[212]},"counts_by_year":[{"year":2025,"cited_by_count":26},{"year":2024,"cited_by_count":17},{"year":2023,"cited_by_count":15},{"year":2022,"cited_by_count":26}],"updated_date":"2025-11-06T03:46:38.306776","created_date":"2025-10-10T00:00:00"}